About Larry Willett Expertise Specialist in 3rd Party Warehousing and eCommerce Fulfillment, Generalist in handling, storage and distribution of most products and commodities including Retail Goods, Food Products, and HazMat
Experience 25 years in retail distribution, both private and 3rd party. President of 3rd party logistics provider in Los Angeles for 10 years
Organizations Warehouse Education Research Council, Council of Logistics Management, International Warehouse Logistics Assn.
Expert: Larry Willett Date: 10/3/2006 Subject: Obtaining Leads for 3rd Party Warehouse
Question Dear Larry,
I own a up and coming 3rd party warehouse located in the Northeast. My biggest obstacle, as you can imagine, is generating sales. We're not industry specific by any means, but we also dont have the capabilities for food grade, cold storage or HazMat. Would you have any suggestions as to how to start generating leads? Should I be cold calling, bulk emailing, bulk mailing, etc...?
Regards,
Jason
Answer Jason
First and foremost, develop a really good website so you get lots of hits. Secondly, get some focus about the business you desire. The next step is to network, network and network some more. Local trade groups, national groups, IWLA functions, etc. Get to know your competitors so they refer business prospects they may not be interested in and and you do the same for them. Get involved where your potential customers have interests.
Advertising and direct mail is probably a waste of time and money unless you have something really unusual to offer. Cold calling doesn't hurt as long as you are targeting the prospects that fit your focus.
